Unilever
Territory Development Manager - Unilever Food Solutions
Location:
Remote - Portland, OR
Who We Are Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 72 countries. UFS prides itself on creating value for its customers through culinary solutions and improving the food experience for everyone from distributors and operators to diners and consumers.
UFS is accelerating its digital transformation to fuel growth through data‑driven and technology‑enabled Go‑to‑Market (GtM) capabilities. Its global ambition is to reach 3 million operators by 2030 via an online & offline contact strategy. Within the US, the focus of UFS Customer Development and Marketing is to engage with customers in unique and specific ways to generate demand for its professional brands and create long‑term value for its partners.
Purpose of the Role As a Territory Development Manager, you will be responsible for driving sustainable business growth via Operators, Chains and Trade Partner engagement. You will be part of a multi‑touchpoint integrated digital ecosystem to drive growth with new customers (Reach) and current customers (Penetration). You will use data and CRM tools to plan and execute sales calls to establish yourself as a valuable partner and grow market share in your territory.
You will be accountable for delivering business targets such as Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners. You are responsible to execute multi‑touchpoint contact strategy online and face‑to‑face for generating demand for Food Solutions products and delivering a great customer experience. You will provide virtual culinary consultation to targeted operators.
It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference.
Pay The pay range for this position is $69,360 to $104,040. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.
Bonus This position is bonus eligible.
Long‑Term Incentive (LTI) This position is LTI eligible.
Demand Creation Engage with Local Chain Account and Operator customers, and be accountable for delivering business targets for the assigned territory (e.g. Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling, etc.). Implement a full Key Account Management approach. Execute CBP, Win & Retain funnel, Contact Matrix and execute a multi‑touchpoint contact strategy online and offline (20% Online Calls & 80% F2F Calls).
Key Activities
Using Data to convert Business Insights into Activation Solution Selling.
Utilize Market Trends to create Concept Solution Selling.
Gain insight and lead customers to the right solution.
Network to key customer stakeholders to engage the right decision makers.
Prepare visits with solution recommendation and utilize CRM Salesforce system to manage workflow and overall market funnel.
Conduct F2F and Virtual Sampling, Ideation, Cooking Demo using culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes. Use relevant selling stories to help deliver the revenue savings and/or efficiency improvements from UFS solutions.
Follow up on previous calls to ensure opportunities progress to the sale close.
Secure and coordinate customer orders each month to ensure growth is on target.
Meet with Distributors/Trade Partners to expand assortment, align on priorities and source leads for customer follow through.
Build & nurture relationships with local Distributor Sales Rep’s (DSRs).
Implement Contact Matrix for Key Trade customers with a Squad approach for more effective customer management.
Engage trade customers to gain alignment for Secondary Sales Data (SSD).
Implement Promotions with customer related to key seasons and events.
Ensure timely submission & settlement of claims.
Critical Skills Required for the Role
You are a Hunter with big Ambition. You seek effective ways to create New Demand (70% Hunting vs 30% Farming).
You are a fast adopter of contemporary technology and are already using AI in your day‑to‑day life. You are highly proficient in MS office, including Power BI and Excel.
You are Entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers.
You are Curious and are constantly learning from the market on how to stay ahead of the food trends in your market.
You know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside the center of the plate.
Bilingual is a plus (Spanish, Mandarin).
Essential Experiences
CPG Foodservice Sales Experience (B2B Sales).
Culinary/Chef Selling Experiences.
Network of Existing Foodservice Operator Partners.
Distributor Sales or Ingredient Sales or Broker Sales.
Experience in CRM (Salesforce).
Operator Experience.
Market/Geographical knowledge.
Food University Background (CIA, Food & Hospitality).
Multi‑National Corporate Company Experience – Understands Corporate Ways of Working.
Our Culture
Caring Deeply.
Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance & Care.
Staying Three Steps Ahead of the Market.
Build Future While Delivering today, Think Big simplify, commit, Lead Shape Disrupt Market.
Delivering with Excellence.
Pride in our Execution, Best in Reality, Developing Breakthrough solutions.
Focusing on What Matters Most.
Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices.
What We Can Offer You Culture for Growth | Top Notch Employee Health & Well‑Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Check Out Our Space | Focus On Sustainability.
Equal Opportunity Statement Unilever is an organization committed to diversity and inclusion to drive our business results and create a better future every day for our diverse employees, global consumers, partners and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business.
Equal Opportunity / Affidavit Action Employer Minorities / Females / Protected Veterans/ Persons with Disabilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
For more information, please see Equal Employment Opportunity Posters. Employment is subject to verification of pre‑screening tests, which may include drug screening, background check, credit check, and DMV check.
If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses.
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Location:
Remote - Portland, OR
Who We Are Unilever Food Solutions (UFS) is the €3bn+ foodservice division of Unilever. It leads the dynamic Food Service market across its categories and has ambitious growth objectives, marketing a range of professional food and beverage products and services to operators across 72 countries. UFS prides itself on creating value for its customers through culinary solutions and improving the food experience for everyone from distributors and operators to diners and consumers.
UFS is accelerating its digital transformation to fuel growth through data‑driven and technology‑enabled Go‑to‑Market (GtM) capabilities. Its global ambition is to reach 3 million operators by 2030 via an online & offline contact strategy. Within the US, the focus of UFS Customer Development and Marketing is to engage with customers in unique and specific ways to generate demand for its professional brands and create long‑term value for its partners.
Purpose of the Role As a Territory Development Manager, you will be responsible for driving sustainable business growth via Operators, Chains and Trade Partner engagement. You will be part of a multi‑touchpoint integrated digital ecosystem to drive growth with new customers (Reach) and current customers (Penetration). You will use data and CRM tools to plan and execute sales calls to establish yourself as a valuable partner and grow market share in your territory.
You will be accountable for delivering business targets such as Sales Growth, Reach & Penetration, Digital Engagement, and customer presentations with both Operators and Distributor Trade Partners. You are responsible to execute multi‑touchpoint contact strategy online and face‑to‑face for generating demand for Food Solutions products and delivering a great customer experience. You will provide virtual culinary consultation to targeted operators.
It is an exciting role and a great development opportunity for an ambitious and motivated individual. It’s a role where the right individual can really make a difference.
Pay The pay range for this position is $69,360 to $104,040. Unilever takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.
Bonus This position is bonus eligible.
Long‑Term Incentive (LTI) This position is LTI eligible.
Demand Creation Engage with Local Chain Account and Operator customers, and be accountable for delivering business targets for the assigned territory (e.g. Turnover, Reach & Penetration & digital, FPO (Fully Profiled Operators), Digital Engagement, Demos, Sampling, etc.). Implement a full Key Account Management approach. Execute CBP, Win & Retain funnel, Contact Matrix and execute a multi‑touchpoint contact strategy online and offline (20% Online Calls & 80% F2F Calls).
Key Activities
Using Data to convert Business Insights into Activation Solution Selling.
Utilize Market Trends to create Concept Solution Selling.
Gain insight and lead customers to the right solution.
Network to key customer stakeholders to engage the right decision makers.
Prepare visits with solution recommendation and utilize CRM Salesforce system to manage workflow and overall market funnel.
Conduct F2F and Virtual Sampling, Ideation, Cooking Demo using culinary knowledge to secure new opportunities or increase volume usage by new menu applications or into existing dishes. Use relevant selling stories to help deliver the revenue savings and/or efficiency improvements from UFS solutions.
Follow up on previous calls to ensure opportunities progress to the sale close.
Secure and coordinate customer orders each month to ensure growth is on target.
Meet with Distributors/Trade Partners to expand assortment, align on priorities and source leads for customer follow through.
Build & nurture relationships with local Distributor Sales Rep’s (DSRs).
Implement Contact Matrix for Key Trade customers with a Squad approach for more effective customer management.
Engage trade customers to gain alignment for Secondary Sales Data (SSD).
Implement Promotions with customer related to key seasons and events.
Ensure timely submission & settlement of claims.
Critical Skills Required for the Role
You are a Hunter with big Ambition. You seek effective ways to create New Demand (70% Hunting vs 30% Farming).
You are a fast adopter of contemporary technology and are already using AI in your day‑to‑day life. You are highly proficient in MS office, including Power BI and Excel.
You are Entrepreneurial and proactively create mutually beneficial solutions for UFS and your customers.
You are Curious and are constantly learning from the market on how to stay ahead of the food trends in your market.
You know how to sell Premium Brands with Superiority Selling stories and Culinary Solutions outside the center of the plate.
Bilingual is a plus (Spanish, Mandarin).
Essential Experiences
CPG Foodservice Sales Experience (B2B Sales).
Culinary/Chef Selling Experiences.
Network of Existing Foodservice Operator Partners.
Distributor Sales or Ingredient Sales or Broker Sales.
Experience in CRM (Salesforce).
Operator Experience.
Market/Geographical knowledge.
Food University Background (CIA, Food & Hospitality).
Multi‑National Corporate Company Experience – Understands Corporate Ways of Working.
Our Culture
Caring Deeply.
Positive Tensions for Bigger Outcomes, Fairness and Transparency, Performance & Care.
Staying Three Steps Ahead of the Market.
Build Future While Delivering today, Think Big simplify, commit, Lead Shape Disrupt Market.
Delivering with Excellence.
Pride in our Execution, Best in Reality, Developing Breakthrough solutions.
Focusing on What Matters Most.
Fewer Bigger Things, Fight for What matters most, Challenging and Debating Right Choices.
What We Can Offer You Culture for Growth | Top Notch Employee Health & Well‑Being Benefits | Every Voice Matters | Global Reach | Life at Unilever | Careers with Purpose | World Class Career Development Programs | Check Out Our Space | Focus On Sustainability.
Equal Opportunity Statement Unilever is an organization committed to diversity and inclusion to drive our business results and create a better future every day for our diverse employees, global consumers, partners and communities. We believe a diverse workforce allows us to match our growth ambitions and drive inclusion across the business.
Equal Opportunity / Affidavit Action Employer Minorities / Females / Protected Veterans/ Persons with Disabilities. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
For more information, please see Equal Employment Opportunity Posters. Employment is subject to verification of pre‑screening tests, which may include drug screening, background check, credit check, and DMV check.
If you are an individual with a disability in need of assistance at any time during our recruitment process, please contact us at NA.Accommodations@unilever.com. Please note: This email is reserved for individuals with disabilities in need of assistance and is not a means of inquiry about positions or application statuses.
#J-18808-Ljbffr